Out with the old, in with the new…

  [Editor’s note: This post refers to an older blog of mine that’s since been shut down. It’s here mostly for historical interest. My misgivings about “business blogging” in the service of my profession remain unchanged…] As many of you … [read more]

Articulating business value

One of the hardest things in selling professional services is to properly articulate the business value of your solution in your proposal, especially during an economic downturn. We in the “Microsoft partner camp” are often not very good at establishing … [read more]